January 15, 2026

B2B SaaS Sales: A Cold Text That Landed McDonald's

46 minutes

A cold text to a stranger's phone number. Nine months just to close the POC paperwork. Yosef Peterseil landed McDonald's as his first B2B SaaS sales customer while bootstrapping with zero revenue. The lesson: charging even $3,000 for a POC completely changes the dynamics of closing deals.

Yosef reveals why their original ICP of customer success managers had no budget, how 70 hard-earned event leads went cold because they had no follow-up system, and the 13-month contract structure that eliminated double-negotiation traps in B2B deal cycles.

Blings is a personalized video platform serving enterprise sales customers including McDonald's, Mercedes, Meta, and Rocket Mortgage. The company hit $1M ARR in 2023 with a team of 19.

This episode is brought to you by:

💖 Gearheart → Book a free consult and get the first 20 hours free

🔑 Key Lessons

🎯 Validate ICP budget before building your B2B SaaS sales motion: Yosef interviewed dozens of customer success managers before discovering they had no budget - pivoting to marketing where the money was saved months of wasted effort.

💰 Always charge for POCs in B2B SaaS sales: Even $3,000-$5,000 forces customers to prioritize your project, starts vendor onboarding, and signals they're serious about closing deals rather than just exploring.

📄 Combine POC and commercial into one contract: Yosef lost months negotiating POC terms only to negotiate again for the commercial deal - 13-month contracts with first-month exit clauses eliminated the trap.

📉 Build follow-up systems before generating leads: Blings spent $20K-$30K on a conference and captured 70 leads, but had no lead scoring or sequences - the entire investment was wasted.

🔗 Use channel partners to scale enterprise sales doors: Recruiting industry veterans to open doors for recurring commission scaled Blings faster than direct B2B SaaS sales alone.

Chapters

Introduction and favorite quote

What Blings does - the MP5 video format

Company metrics and enterprise customers

Validating the ICP through customer interviews

Pivoting from customer success to marketing

Landing McDonald's through a cold text

Closing the first B2B SaaS sales POC

Why you should always charge for POCs

Event marketing mistakes - 70 lost leads

Hiring salespeople too early

Building channel partner relationships

Lightning round

Resources

Full show notes: https://saasclub.io/466

Join 5,000+ SaaS founders: https://saasclub.io/email

...more

View all episodes

By Omer Khan

4.8

185185 ratings